Global ETD Search
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Showing 1 to 1 of 1 for “"adverse decision making"”.
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Why Empowering Salespeople is a Double Edge Sword
… implies that salespeople are responsible for making decisions that not only benefit but may also adversely impact customers (e.g., offer an account preferential treatment vs. terminate an established account). While numerous studies establish that autonomy (a critical facet of empowerment) has …